• Develop and implement sales strategies to secure and grow key national accounts, meeting or exceeding revenue goals. • Build and maintain trusted advisor relationships with decision-makers within national and regional accounts. • Engage with industry in desired markets to identify new business opportunities & requests for proposals (RFP), supporting bids at local and national levels. • Craft and present tailored proposals and sales presentations to prospective clients. • Lead contract negotiations with national accounts, securing favorable agreements. • Collaborate with legal and finance teams to finalize contracts and ensure compliance. • Work with the Brand Operations team to ensure smooth implementation of new accounts. • Act as the primary point of contact for customer account management matters. • Ensure timely and professional communication with clients and franchise owners. • Build strong professional relationships to foster long-term partnerships. • Partner with internal teams, including marketing and customer support, to align efforts and deliver seamless account management. • Create and deliver regular reports on sales performance, account health, and market conditions to senior leadership.

Role Description Grafana Labs is looking for a Senior Commercial Account Executive who will be responsible for prospecting and growing existing business across the West region. You will identify, nurture, and close opportunities with existing customers. You will manage forecasts and track customer data. We're strong proponents of a consultative sales approach - learn about the customer's needs first before talking about our products. Your expertise will be critical in helping articulate the value of our products. - Identify new opportunities to expand Grafana usage within a set of current customers - Meet and exceed individual quarterly and annual sales goals - Manage all aspects of the sales process (prospecting, sales meetings, product demos, proofs of concept, proposals, negotiations, and account management) - Cultivate sales through outbound prospecting and inbound leads - Understand and convey the value of both Grafana Cloud and Grafana Enterprise - Become an expert in managing your sales pipeline in Salesforce - Manage quote creation, order processing, and day-to-day customer requests Qualifications - 3+ Years of Experience in Infrastructure Technology Sales - Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer) - Energetic, upbeat, entrepreneurial, tenacious team player - Excellent communicator in all channels (in person, online, in writing) - Able to form strong working relationships both in person and virtually - Adaptable with demonstrable experience in high velocity technology companies - Experience using Salesforce Requirements - Familiarity with open source technology is a significant advantage - Experience using Command of the Message and MEDD(P)ICC is ideal Compensation & Rewards In the United States, the OTE (On-Target Earnings) compensation range for this role is $200,000 - $220,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally. *Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process. Benefits - 100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose. - Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment. - Transparent Communication – Expect open decision-making and regular company-wide updates. - Innovation-Driven – Autonomy and support to ship great work and try new things. - Open Source Roots – Built on community-driven values that shape how we work. - Empowered Teams – High trust, low ego culture that values outcomes over optics. - Career Growth Pathways – Defined opportunities to grow and develop your career. - Approachable Leadership – Transparent execs who are involved, visible, and human. - Passionate People – Join a team of smart, supportive folks who care deeply about what they do. - In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it. - Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. - *We will comply with local legislation where applicable. Equal Opportunity Employer Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow. Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.

• Achieve sales quotas for allocated accounts and/or territory on a quarterly and annual basis by developing a sales strategy in the allocated territory with a target prospect list, and a regional sales plan. • Develop marketing plans with the marketing team to drive revenue growth. • Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive the Snowflake solution within the marketplace. • Prospect qualification and the development of new sales opportunities and ongoing revenue streams. • Arrange and conduct initial Executive and CxO discussions and positioning meetings. • Sales process management and opportunity closure. • Ongoing account management to ensure customer satisfaction and drive additional revenue streams. • Be familiar with solution-based approach to selling, have experience managing a complex sales process and possess excellent presentation and listening skills, organization and contact management capabilities.

Role Description Asana Client Management (ACM) fixes client delivery friction by centralizing briefs, approvals, and file uploads within a branded client portal powered by the Asana Work Graph. We are looking for an Account Executive to sit at the forefront of this product launch, owning the go-to-market motion from day one and building the playbook the broader team inherits. In this role, you will work directly with sales leadership and the product team to bring ACM to market, targeting a warm pool of existing Asana customers and net-new professional services accounts. This is a unique opportunity to build a brand-new motion from the ground up at a company with over 170,000 existing customers. This role can either be fully remote in Utah or based in our San Francisco, Chicago, or New York office with an office-centric hybrid schedule. If based in-office: The standard in-office days are Monday, Tuesday, and Thursday. Most Asanas have the option to work from home on Wednesday. Working from home on Fridays depends on the type of work you do and the teams with which you partner. If you're interviewing for this role, your recruiter will share more about the in-office requirements. What you’ll achieve - Own the full sales cycle for agency and professional services buyers, from prospecting through close. - Build pipeline through outbound to a named book across primary verticals: Advertising & Marketing, Media, Digital Services, Design & Creative, and PR. - Convert inbound PQLs from the self-serve trial population with rapid, context-aware responses referencing specific in-product behavior. - Run multi-threaded outbound to COOs, Heads of Delivery, and Heads of Client Services using tailored, signal-based outreach. - Work a mix of existing Asana customers expanding into ACM and net-new accounts displacing competitors in fast-paced deal cycles. - Partner with the solutions engineer in your pod for technical demos, platform configuration, and multi-stakeholder deals. - Feed discovery learnings back to the product and go-to-market teams to help shape how ACM is positioned at scale. - Document what works and build the playbook the broader SMB team runs on. Qualifications - Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making. - 2+ years of quota-carrying SaaS sales with consistent performance in the €5K–€25K ACV range. - Understanding of AI LLMs and GPTs, and ability to articulate their business applications. - Experience selling to COOs, operations leaders, or delivery heads at professional services firms who care deeply about margin and capacity. - Strong discovery instincts with the ability to map out how work moves from a client request into production. - Able to explain why AI operating on a client-portal trigger layer is structurally different from operator-initiated tools. - Proven ability to run multi-threaded deals across two to three personas at the same account. - Proficiency with Salesforce, Outreach (or equivalent), and Sales Navigator. Requirements - Preferred: Experience with incubation or early-stage go-to-market, familiarity with the agency technology landscape (PSA tools, project management, etc.), and a background in competitive displacement. Benefits - Our comprehensive compensation package plays a big part in how we recognize you for the impact you have on our path to achieving our mission. - We believe that compensation should be reflective of the value you create relative to the market value of your role. - To ensure pay is fair and not impacted by biases, we're committed to looking at market value which is why we check ourselves and conduct a yearly pay equity audit. - For this role, the On-Target Earnings (OTE) range is $125,000 - $152,000. - The total OTE includes a base salary range of $62,500 - $76,000 and performance-based sales incentive pay (based on the terms of the Sales Incentive Plan). - These ranges are a guideline; actual base salary and OTE may vary based on various factors, including market and individual qualifications objectively assessed during the interview process, and the ranges for this role may be modified. - In addition, your compensation package may include additional components such as equity and benefits. - If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role. - We strive to provide equitable and competitive benefits packages that support our employees worldwide and include: - Mental health, wellness & fitness benefits. - Career coaching & support. - Inclusive family building benefits. - Long-term savings or retirement plans. - In-office culinary options to cater to your dietary preferences. - These are just some of the benefits we offer, and benefits may vary based on role, country, and local regulations. - If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role. Company Description Asana is a leading platform for human + AI collaboration. Millions of teams around the world rely on Asana to achieve their most important goals, faster. Asana has been named to Fortune's Best Workplaces for 7+ years and recognized by Fast Company, Forbes, and Gartner for excellence in workplace culture and innovation. We offer an exceptional office-centric culture while adopting the best elements of hybrid models to ensure that every one of our global team members can work together effortlessly. With 13+ offices all over the world, we are always looking for individuals who care about building technology that drives positive change in the world and a culture where everyone feels that they belong.